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The Monthly Journal for Venture Partners and Enterprise Software Executives
June 2006
In This Issue
CEO Spotlight: Shellye Archambeau, MetricStream, Inc.
The Reality of Virtual Opportunities
You Vote: Will Bill Gates' departure hurt Microsoft?
Effective Ways to Decrease Cyber Attacks
Why CIOs Should Not Make Technology Decisions
Mergers: A Change Agent for Software Development
Executive Job Listings
Software Sales Jobs
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CEO Spotlight: Shellye Archambeau, MetricStream, Inc.
By Angel Mehta, Managing Director, Sterling-Hoffman Executive Search
Ever wonder how to get to the top of mammoth technology companies like IBM? Volunteer for the assignments nobody wants - and find a way to hit a home run. Angel Mehta, Managing Director of Sterling-Hoffman, chats with one of IBM's highest ever ranking female executives, Shellye Archambeau (currently CEO of MetricStream) about the glass ceiling conspiracy myth, the ever blurry line between work and home, and solving the compliance issue for corporate America.
Read full article >>

The Reality of Virtual Opportunities
By Isaac Kato, Principal, General Catalyst Partners
People escape to virtual worlds because they provide a forum to express alter egos. Whatever flaws you may have in the real world are erased when you enter the virtual world. As these virtual worlds have become more compelling places to be, people have started essentially living in them. Users have even started to make a living in the virtual worlds, and this provides real opportunities for a host of players.
Read full article >>

Will Bill Gates' departure from Microsoft hurt the company over the next 5 years?

Yes
No

Effective Ways to Decrease Cyber Attacks
By Carl E. Banzhof, Chief Technology Officer, Citadel Security Software Inc.
Today's businesses are confronted by a far broader and increasingly dangerous set of cyber threats than they were just a few years ago. New vulnerabilities are discovered each day and there seems to be no sign of them letting up. Worms, spyware, software defects, misconfigurations, unsecured accounts, and many more can cause your network to be susceptible to vicious cyber attacks. You need to create a plan of attack for securing your environment. Here's what to do...
Read full article >>

Why CIOs Should Not Make Technology Decisions
By CJ Rhoads, President and CEO, Enterprise Technology Management Associates, Inc.
Is your CIO making technology decisions all alone? If yes, the recent findings would make you sit up. When CIOs are included on the decision-making team, they improve the overall use of Internet technology. However, when CIOs make the decision alone, they don't do any better than other decision-making groups. The decision-making record of CIOs on web development and e-commerce is simply not good. So, how does a CEO make sure the best technology decisions are made, and when does the CFO get involved?
Read full article >>

Mergers: A Change Agent for Software Development
By Chris Barbin, Sr. Vice President of Business Operations, Borland Software Corporation
Growth through acquisition has always been a leading business strategy for the world's largest software companies. What is new, however, is that many acquirers no longer just want small pieces of technology to integrate with existing portfolios. Oracle acquired Siebel Systems after its expensive battle to win control of PeopleSoft. Then Adobe merged with Macromedia to "own" the digital media market. Soon to follow was eBay's acquisition of Skype. The list goes on... but each merger comes with a major challenge: How to best manage distributed development environments?
Read full article >>

Top Interviews Top Articles

Executive Job Listings
4772C - VP Business Development West Coast/Northwest
Candidate must have successful track record of sales management within a market leading network management vendor (i.e. IBM Tivoli, HP Openview, BMC) and led a sales organization from under $10m to over $50m in revenue. The ideal candidate will have a minimum of 7 years of senior level management experience. A history of securing significant enterprise deals on behalf of young companies that are competing against established category leaders is vital.

9987J - VP Americas Sales US
Our client, an emerging vendor of PLM & decision support solutions for manufacturers, requires a Vice President to build the sales organization and drive revenue growth worldwide. The ideal candidate will have a background selling PLM, SCM or ERP solutions to discrete manufacturers. Experience in growing revenues from under $15m to over $50m is also required. In addition to this previous success at market leading companies such as: Agile, MatrixOne, PTC, Dassault, i2, Oracle, or SAP would be an asset. Candidate can be located anywhere in the United States.

8961A - Chief Marketing Officer Midwest
A leader in logistics management and supply chain software solutions is seeking a Chief Marketing Officer. The ideal candidate should have led all facets of software marketing (including product marketing, marketing communications, investor relationships, and field marketing) for a software company that has achieved at least $100m in revenue. Candidates with some tenure at companies such as: i2, SAP, Peoplesoft, Lawson, Manugistics, Oracle, or another 'mega-suite' vendor are preferred.



To apply for any of the above openings, please send one email to jobs@sterlinghoffman.com. Please include full job titles.

Note: We appreciate all submissions, but only qualified executives will be contacted. All senior sales executives are encouraged to post resumes on www.SoftwareSalesJobs.com

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